Discover Why The Sale Is Lost At The Beginning, And Not The End - Stump The Guru

11/16/23 • 28 min

Let me be blunt ... The number one goal is not to promote your product, brand or solution – but rather focus in on, and understand the problem your prospect is trying to solve. It is only then, when you have demonstrated your genuine concern for the problem your prospect is trying to solve, that you have the trust needed to offer a solution.
Traditional selling methodology suggests a sale is lost at the end of the process. That you didn’t nail your close, or you mishandled an objection. I beg to differ; I believe that in the new economy the sale is not lost at the end of the process but rather at the beginning.
At “Hello”.
And after hello, beginning the conversation acknowledging the problems your prospect is having, peeling back the layers on those problems, and showing empathy for the situation will allow you to begin to talk about the ROI for solving the problem and the impact that NOT solving the problem might have on the business.
In this episode of Stump The Guru Podcast, I spoke about why the sale is lost at the beginning, and not at the end. I've made it my life’s mission to give you the clarity that you are missing in your sales process, through decades of working with thousands of business owners all over the world, refining Trust-Based Selling into a true art form.
This podcast is live, unedited, unrehearsed and with guests from all over the world, from all different industries .... Listen in as I offer coaching you on how you can handle this particular situation whilst my guests try to stump me with their challenging sales situations. Get access to Ari's Free Masterclass at www.UnlockTheGame.com/Video, order his new book "Unlock The Sales Game" at www.UnlockTheGame.com/AriBookOrderNow, subscribe to his podcast "Stump The Guru" or to be a guest on his live show, visit www.UnlockTheGame.com/StumpTheGuru

Previous Episode

How To Avoid Falling Into The Black Hole Of Chasing Prospects - Stump The Guru

You’re coming to the end of an initial conversation with a potential new client, and everything seems to be going well.

You’ve invested time with them to understand their issues and provided information and education to address their needs.

But as the conversation naturally closes, there’s an awkward moment, an empty space, where you and your prospect don’t know what to say next.

They haven’t indicated they want to move forward, and you’re careful not to put pressure on them to make a decision. But at the same time, you don’t want to leave things hanging in limbo.

In this episode of Stump The Guru Podcast, I spoke aboutHow To Avoid Falling Into The Black Hole Of Chasing Prospects. I've made it my life’s mission to give you the clarity that you are missing in your sales process, through decades of working with thousands of business owners all over the world, refining Trust-Based Selling into a true art form.

This podcast is live, unedited, unrehearsed, and with guests from all over the world, from all different industries .... Listen in as I offer coaching you on how you can handle this particular situation whilst my guests try to stump me with their challenging sales situations.

Get access to Aris Free Masterclass at: www.UnlockTheGame.com/Video and if you'd like to be a guest on the Stump The Guru show, go to: www.UnlockTheGame.com/Podcast and let us know!

Next Episode

Why You Should Stop Building Relationships With Your Prospects - Stump The Guru

Are you overcompensating by going heavy on relationship-building in your sales process?

Building deep trust with your prospects in your sales process does not require you to build a relationship with them.

That's a BOMB in the entire traditional selling industry.

If you have a very clear process on how to create trust in your sales process, based on their deep issues, then you don't have to spend your energy getting them to like you and become their friend first.

Real relationships happen AFTER the sale, not before.

In this episode of Stump The Guru Podcast, I spoke about Why You Should Stop Building Relationships With Your Prospects. I've made it my life’s mission to give you the clarity that you are missing in your sales process, through decades of working with thousands of business owners all over the world, refining Trust-Based Selling into a true art form.

This podcast is live, unedited, unrehearsed and with guests from all over the world, from all different industries .... Listen in as I offer coaching you on how you can handle this particular situation whilst my guests try to stump me with their challenging sales situations.

Get access to Ari's Free Masterclass at www.UnlockTheGame.com/Video, order his new book "Unlock The Sales Game" at www.UnlockTheGame.com/AriBookOrderNow, subscribe to his podcast "Stump The Guru" or to be a guest on his live show, visit www.UnlockTheGame.com/StumpTheGuru